by Jim Stoos | Jan 24, 2023 | Prime Time
The sky is falling, the sky is falling. If you have a ‘chicken little’ seller or client who thinks that the world is going to collapse due to a recession, inflation, or the like … here’s a bit of perspective to share: Let’s look at historical recession data in...
by Pat Norris | Aug 9, 2022 | Prime Time
I have watched hundreds of sellers and sales managers ask for money and have asked for a lot of it myself. And through the years, I have become convinced that the art of closing—securing new local revenue—has nothing to do with the facts we present. Rather, it’s about...
by Pat Norris | Dec 8, 2021 | Prime Time
Anyone who’s ever been in sales has most likely encountered the prospect who was shocked at the investment number during the presentation close. To reduce this “fear factor,” I recommend covering the potential “ask” number during the diagnosis call. This way, during...
by Phil Bernstein | Nov 11, 2021 | Prime Time
In 2019, after nine years as a JDA Senior Marketing Consultant, I rejoined iHeartMedia in a Senior Account Executive role. This meant using “prospecting muscles” for myself, not as a coach. Seeking out new business, cold calling, convincing busy customers to meet with...
by Phil Bernstein | Nov 3, 2021 | Prime Time
Have you noticed an increase of “Congratulate Ellen on her new job” announcements on LinkedIn? It’s not your imagination. It’s The Great Resignation. A year of COVID trauma, combined with a booming job market, has caused millions to re-examine their career...